For many SME owners, the idea of selling their business can feel like a distant dream—something that may happen “one day.” Whether that day is five or fifteen years away, the decisions they make now will directly shape the value, attractiveness, and saleability of their company. In my experience, two factors in this process stand […]
Monthly Archives: January 2026
I once conducted an in-depth analysis of field sales performance for a B2B client, and the results were staggering. I shadowed a sample of sales professionals through a typical working day — observing how they planned, prepared, and performed in customer calls. Every notable sales behaviour was captured and analysed. There were plenty of coaching […]